<p>When SMEs have decided to internationalize their business, several different ways can be chosen to enable that process. In this research, trade shows exemplify an aid for internationalization at the same time as trade shows are portrayed as a good networking tool. Motives for participating in trade shows tend to vary; some companies see trade shows as an opportunity to launch new products and conduct sales whereas others consider trade shows as a good occasion to find new customers at the same time as they can maintain current customer relationships. Trade shows are furthermore a great opening to establish new business contacts, which consequently can provide an inroad into foreign markets. The aim with this dissertation is to analyze how SMEs use trade shows as a trigger or first step to internationalize and to investigate which role networking plays in a trade show context. Furthermore the aim of the study is to examine how SMEs’ networks affect their internationalization process. This research was carried out by conducting multiple-case studies of six companies from the region of Kalmar, Sweden. The results gained by the case studies confirmed that trade shows play an important role for SMEs when aiming to internationalize and expand the business network. Further, the case studies indicated that network connections are crucial for enabling the internationalization of SMEs.</p>

When SMEs have decided to internationalize their business, several different ways can be chosen to enable that process. In this research, trade shows exemplify an aid for internationalization at the same time as trade shows are portrayed as a good networking tool. Motives for participating in trade shows tend to vary; some companies see trade shows as an opportunity to launch new products and conduct sales whereas others consider trade shows as a good occasion to find new customers at the same time as they can maintain current customer relationships. Trade shows are furthermore a great opening to establish new business contacts, which consequently can provide an inroad into foreign markets. The aim with this dissertation is to analyze how SMEs use trade shows as a trigger or first step to internationalize and to investigate which role networking plays in a trade show context. Furthermore the aim of the study is to examine how SMEs’ networks affect their internationalization process. This research was carried out by conducting multiple-case studies of six companies from the region of Kalmar, Sweden. The results gained by the case studies confirmed that trade shows play an important role for SMEs when aiming to internationalize and expand the business network. Further, the case studies indicated that network connections are crucial for enabling the internationalization of SMEs.

Trade shows are an important part of the marketing mix, however there is considerable doubt to their contribution to the financial results in an organisation. A significant amount of firm’s’ marketing budgets are spent on trade shows, with the expectation that it will yield positive financial results. However, there is little research on trade show capability; especially literature relating to direct links between trade show activities and financial performance. The objective of this study was to determine whether trade show capability of South African companies results in improved financial performance. Trade show capability in this study refers to the activities, such as the resources that are required to participate in events and the outcomes from these activities. The resource based view of a firm, and conceptual models were used to link trade show marketing activities to trade show marketing outcomes to study the effects on the sales of companies. Marketing activities were limited to the number, frequency and level of expenditure of trade shows. The marketing outcomes included the number of leads generated and alignment of trade show goals to financial goals. In addition, company specific factors such as the type of industry, size of company and complexity of product were also explored. The research design was quantitative and descriptive in nature and tested the links between trade show capabilities and the financial performance of South African firms. The research found that overall there was no statistical evidence to show that all the trade show capabilities mentioned above, with the exception of some company specific factors, impacted the level of sales. These company specific factors included the type of industry, size of company, company type and complexity of product. Copyright / Dissertation (MBA)--University of Pretoria, 2010. / Gordon Institute of Business Science (GIBS) / unrestricted

The book provides a deep insight into the successful organisation, management and marketing of booths at trade shows. By giving practical examples and explanations, Solberg Søilen aims at examining previous research and exploring factors and aspects which can lead, if properly applied, to successful boothmanship. Findings were, that the book is written rather as a guidebook for inexperienced readers in the field of marketing and trade show intelligence. Whereas the exhibiting of marketing is discussed in detail, the topic of “trade show intelligence” is not covered in depth and, thus, the title is rather misleading.Overall, the book is easy to read and follow due to the provided examples, tables and graphs, which enhance the reader’s understanding.

abstract: Currently, show management for convention centers have several resources to help determine where to place their efforts in facility services for exhibitors, one of which is to use research results from an importance-performance analysis study. In order to help show management refine their understanding of the needs of exhibitors before a trade show, this study explores the relationship between the exhibitor’s ranking of importance placed on facility services through the Importance-Performance Analysis, and the goals exhibitors have for the trade show. A survey was conducted at three different trade shows taking place in two convention centers. Using a sample of 115 exhibitors, the underlying factors were determined for the importance exhibitors placed on facility attributes and their goals. The findings from the research show that the correlations between importance factors and goals are statistically weak, albeit some notable correlations were made. The importance performance analysis remains a strong and useful tool for show management to use and implementing the iso-rating line provides more detail for a show manager to work with. The finding of this study offer insights into the factor analysis of facility attributes as well as the importance-goals analysis conducted. / Dissertation/Thesis / Masters Thesis Community Resources and Development 2017

Exhibit marketing can be a remarkably useful promotional practice that generates new applications and can adjust to different situations in the fierce marketplace. However, academics show little interest in this concept as well as its connection to former schools of thought. Accordingly, the purpose of this literature review is to evaluate and integrate the findings of multiple qualitative research studies to provide an overview of the concept of exhibit marketing. This study will provide a content analysis through a meta-synthesis with the citation index as a foundation. Extracted perspectives from different scholars are carefully analysed and summarized using the proposed theoretical framework. Findings revealed that the concept of exhibit marketing has close relation to the Nordic School of Thought.

Motivated by the lack of models that can bring a general preparation formula for developing competitive intelligence in Trade Show, the authors researched in a theoretical database to develop a model that can bring a general vision for a company that wants to start to organize the personnel to gather competitive intelligence in trade show events.          Furthermore, was discovered that not many firms do actually realize the opportunities they have to acquire competitive intelligence in trade shows, that way the model was developed to facilitate the process.         The discovering of the research pointed Socialization as well as relationship building and strengthening were the main channels to acquire information. In addition, Trade Shows create a rich environment where most of the stakeholders are present and also willing to share knowledge and information, creating an even more favorable place to develop this kind of intelligence.         The model presented takes in consideration the company’s stakeholder, and how to allocate personnel in booths and in extensive research around the area, it also classifies the visitors and attendees in different groups, facilitating the organizing process to understand and explore more easily and efficiently the Trade Show. The models also suggest approaches to each group in order to don’t invest resources in an ineffective way.

O Setor Feirístico tem grande relevância no cenário econômico nacional e internacional e está em constante expansão. Desse modo, a participação em feiras internacionais tornou-se o portão de entrada de produtos brasileiros no mercado externo por meio das exportações. Durante pesquisa realizada em nível de mestrado (GODOY, 2014), elaboramos um glossário bilíngue português-inglês/inglês-português dos termos fundamentais do setor feirístico. Dando continuidade a esse trabalho, o objetivo geral da pesquisa de doutorado é analisar a terminologia multilíngue português-inglês-francês-italiano desse setor, mais especificamente dos termos utilizados durante o processo de preparação, participação e pós-feira, tendo como objetivo específico a elaboração de um dicionário terminológico multilíngue para uso de profissionais, pesquisadores, estudantes das áreas de comércio exterior e relações internacionais e, especialmente, tradutores e intérpretes. A pesquisa está fundamentada nos conceitos e princípios da Terminologia, mais especificamente da Terminologia Multilíngue e Equivalência Terminológica (DUBUC, 1985, 1992), da Teoria Comunicativa da Terminologia (CABRÉ, 1993, 1999), da Socioterminologia (GAUDIN, 1993), com especial atenção para a Variação Terminológica (FAULSTICH, 1998, 2001), e da Linguística de Corpus (SINCLAIR, 1966) com apoio em BERBER SARDINHA (2004). Para desenvolver este trabalho, reunimos corpora em português, inglês, francês e italiano (livros, artigos e revistas especializados, estudo de mercado das feiras, guias e manuais do expositor, trabalhos acadêmicos, manuais de participação em feiras produzidos por órgãos públicos e privados e leis sobre feiras). Para a coleta dos termos utilizamos o software para tratamento de corpora WordSmith tools (versão 6.0), desenvolvido por Mike Scott (2012), e os armazenamos em fichas terminológicas criadas com o apoio das ferramentas computacionais Access (2010) e SDL MultiTerm (2017). Os 311 termos estudados em cada língua foram analisados em seus contextos de uso e os ganchos terminológicos levantados para a busca e o estabelecimento das equivalências nas quatro línguas. Considerando a relevância da participação em feiras nacionais e internacionais para o crescimento da economia interna e para a expansão das exportações, nosso trabalho será útil tanto para os profissionais do setor quanto para pesquisadores, estudantes, tradutores e intérpretes que produzam textos nas línguas alvo de nosso estudo. / The trade show sector is of considerable importance in the Brazilian and international economic environment and it is constantly expanding. Therefore, participation in international trade shows has become the gateway for Brazilian products to reach foreign markets through exports. In an MA study (GODOY, 2014) we developed a bilingual glossary (portuguese-english/english-portuguese) of key terms of the trade show sector. Following on from this study, the overall aim of this PhD is to analyze the multilingual terminology (portuguese-english-french-italian) of this sector, more specifically the terms used during the process of preparation, participation and post-show, with the specific goal of compiling a terminological dictionary to be used by professionals, researchers, students of foreign trade and international relations areas as well as translators and interpreters. The study is based on Terminology concepts and principles, specifically the Multilingual Terminology and Terminological Equivalence (DUBUC 1985, 1992), the Communicative Theory of Terminology (CABRÉ, 1993, 1999), Socioterminology (GAUDIN, 1993), with special attention to Terminological Variation (FAUSTICH, 1998, 2001), and Corpus Linguistics (SINCLAIR, 1966; BERBER SARDINHA, 2004). To develop this work, we gathered corpora in portuguese, english, french and italian (books, specialized articles and magazines, market studies of trade shows, guides and manuals for exhibitors, academic papers, trade show manuals produced by public and private agencies and legislation on trade). To collect the terms WordSmith software (version 6.0) developed by Mike Scott (2012) was used and the key terms were stored in terminological records created from Microsoft Access (2010) and SDL MultiTerm (2017). The 311 terms studied in each language were analyzed in their contexts of use and terminological links used in the pursuit and establishment of equivalences in the four languages. This study emphasises the importance of participating in national and international trade shows for the growth of the domestic economy and the expansion of exports and helps professionals who work in this field, researchers, students, translators and interpreters who produce texts and translate from or into the languages of this study.

This thesis studies the non-verbal communication such as the body language in the context of a trade show. The non-verbal communication is one of the primary conveyors of messages and trade shows are one of the major channels were firms attract new customers. However the combination of trade shows and non-verbal communication is overlooked. The method consists of interviews with visitors and observations of the booths and the visitors. The setting was chosen as the annual Hannover Messe were five booths of Swedish firms were studied. The result indicates that firms can further improve their body language. Suggested improvements involve to not having the sales representative work in the booth. This is remarked as a taboo by authors within the area; still this action commonly occurs.  The booth design plays a prominent role in the visitor interactions so does the staffing. The way to approach a visitor is not differing much between the booths in the study however there are three possible ways to physically approach visitors as a sales representative. The best way has not been established and the visitor interviews gave a mixed result regarding this matter. Although the best way is not found all observed booths missed out on dialogs with prospective customers much due to that full attention was not directed towards the visitors. The authors want to emphasis on the adaptation towards visitor as an important pawn in the exhibiting, some sales representatives automatically does this.

台灣電影產業曾經在華人世界舉足輕重，如今在好萊塢商業電影大舉入侵後，已是夕陽餘暉。激烈的市場競爭與新科技的出現，使得電影產業價值鏈重塑，並造成交易形式與交易機制的改變。台灣影片雖然在藝術成就上時有斬獲，但以產業觀點，卻在全球影視市場上無足輕重。回顧過去的研究，大多數集中在電影歷史、類型、社會議題和創作程序等面向，但關於產業本身的管理議題卻付之闕如。為深入探討電影產業的交易平台與網路社群，本研究以全球電影產業中的五項影視市場展為觀察對象，分別為美國電影市場展、坎城影展暨市場展、米蘭電影市場展、釜山國際影展暨釜山電影推廣展以及國際電視與傳播市場展（MIPTV/MIPCOM）。研究發現，坎城影展暨市場展的營運模式最佳，而社群機制與網路治理的建立與維繫、跨產業資訊的整合力、全球宣傳平台、資訊服務與商展規劃同步經營以及政府支持皆為成功經營之基本條件。